I Make ??

[souldeux]

Handling more than 10 leads a day requires a very robust and automated process. There are dimishing returns.

The goal of a high volume of leads is to pick up the quick, easy, low hanging fruit and move on to the next. With a 5 day work week, 200 is 40 leads a day, or 5 an hour for a 8 hour work day. I would assume a lot drop through the cracks at this pace, if you are working them yourself and calling all of the leads.

It's possible, given that you won't get hold of everyone (most), but you have to be pretty driven.

Dan

I work at home, by myself, and I'm only about two months into insurance sales. I don't have the perfect system (still working out some kinks), I'm not the best on the phone (still learning as I go!), and I'm somewhat disorganized (I wish I had a desk...and somewhere to put one...). So, maybe there are agents with a much more robust and seasoned system than mine, but...the thought of working 40 leads a day makes it rather difficult to breathe. I am enjoying an excellent contact ratio on my leads right now, attending a couple of networking things a week, and going out on face-to-face appointments. I'm working 60-70ish hours a week, all told, and I can only run about ten leads in one day before I start feeling overwhelmed.

I'll admit, that's a big improvement from feeling like the flood gates were crashing down upon me at four a day. I am so glad I got a CRM.

 

[djs]

Everybody has a limit of how many leads they can work effectively. There are a lot of factors that play into this, starting with what you call a lead.

As you gain experience, you feel more confident in working the leads, and you do it much, much faster. Initially, it takes a long time to think about what to present and how to present it. After a while, it's almost automatic, and your probing questions get much better.

Personally, I find 10 leads a day manageable, but a bit overwhelming still, but then, I do P&C which is a bit more work to quote than health.

If I try to work more leads, my closing ratios go down, as I stated earlier, a diminishing return. The nice thing is in P&C, it's much easier to find policies to write, people come out of the woodwork to solve their problems!

Dan

 

[Alston]

Handling more than 10 leads a day requires a very robust and automated process.
Dan

I have what I think is a robust automated process and can handle about 40 or 50 a day but only with an assistant working 6 hours a day and with myself working at least 12. Customer service and my family life suffers when I've had to do that.

Even with a good system 20 a day makes for a very busy day. I try to keep the work flow between 15 and 20 per day (no assistant).

A new person might be able to handle a little more or a little less. In theory a new agent will have more time to sell because they will have less service work to do. However, that extra time can be sucked up because a new agent will generally work less efficiently.

 

[Paradigm]

What do you think this comprehensive health care reform will look like? If they create this national health insurance exchange will it eliminate us as agents or drastically curtail our commissions?

 

[myinsurebiz]

Me personally - I use Sub Agents to handle all that stuff.

My Sub Agents hand me a deal that is already closed and ready to board. They qualify the lead, determine the need, quote the rates and over come the objections. They also close the sale 90% of the time and just hand me the file ready to either sign and fax to carrier OR hand me the file to 3 way the client with the carrier and make the sale via the telephone.

Give them 20% to 30% of the commission and the ability to work their own hours at their own pace - then the only limit to your sales is your number of Sub Agents and how many hours a day you want to spend working.

10 fresh leads a day for an agent would be extremly hard for the average agent to handle. That's 50 a week to initially call, then follow up, then follow up, then follow up . . .

Before you know it - the next week is upon you.

As Alston does - get you an assistant.

Tom

 

[MrKropp]

Nick,

What CRM do you use? I have looked at a number of CRMs and have not found one I really like.

 

[souldeux]

Nick,

What CRM do you use? I have looked at a number of CRMs and have not found one I really like.

SugarCRM. I adore it.

er...in fact, hey Al, sorry. I just realized that an email I sent you a week and a half ago was actually saved as a draft instead of sent your way.


edit: So that this actually makes sense to everyone else, the email was about SugarCRM